Senior Account Manager

Snowplow•New York, NY

14d•Remote

About The Position

Snowplow is the real-time customer context layer that collects, validates, enriches, and delivers behavioral data for advanced analytics, ML, and AI agent decisioning. Snowplow's event tracking is leveraged across 2M+ websites and applications globally, processing over one trillion events per month. More than 250 companies, including Experian, AutoTrader, Strava, Condé Nast, and HelloFresh, rely on Snowplow to build a well-governed, first-party data foundation that powers their customer-facing AI agents, in-session personalization and recommendations, and real-time analytics. We're hiring a Senior Account Manager, Strategic Accounts to own retention and growth across a portfolio of Snowplow's largest and most complex customer relationships. Strategic accounts include our US headquartered enterprises, select subsidiaries of the Global 2000, and multi-brand organizations where Snowplow's footprint spans several business units under one parent company. This role reports to the VP Account Management and is one of the more senior individual contributor seats on the team. Beyond running your own book of business, you'll set the standard for how the account management function builds real traction with senior stakeholders, and expands a single-brand foothold into a multi-brand relationship. You will own your accounts across the full customer lifecycle, working alongside Customer Success and Technical Account Managers to understand each customer's business and technical challenges and make sure Snowplow is meeting them. Part of the job is building relationships that reach past your day-to-day technical champion, and part of it is mapping a customer's wider corporate structure so a single successful deployment turns into several. You should have a track record of retaining and growing high-value SaaS accounts, ideally at a fast-scaling company. You need experience in at least one of: data and AI, BI and analytics, adtech, or martech. You should also have sold or managed complex platforms or infrastructure products, not just packaged or verticalized SaaS, and be comfortable holding your own in a room with a VP or C-level buyer rather than only with a hands-on technical user. Media and publishing organizations make up a meaningful part of our strategic account base, so experience working with customers in this space — think subscription-driven publishers, broadcasters, or digital media companies navigating first-party data and monetization strategy — is a strong plus, albeit not a requirement.

Requirements

7+ years in B2B SaaS sales or account management, with a focus on technical products related to data infrastructure
A demonstrated ability to build relationships with senior stakeholders (VP/C-level) and navigate procurement, legal, and finance in large or matrixed organizations
Direct experience growing an account across multiple brands, business units, or subsidiaries within a single corporate parent, not just growing usage within one team
A consistent history of overperformance in individual contributor sales or account management roles, at both established companies and startup or Series B environments
Deep understanding of data analytics and cloud infrastructure, and hands-on experience applying Challenger sales methodology and MEDDPICC
An entrepreneurial approach to territory planning: you should be comfortable building your own point of view on how to grow an account rather than waiting for direction
A Bachelor's degree in Business, Marketing, or a related field

Nice To Haves

Experience working with customers in the media and publishing space — think subscription-driven publishers, broadcasters, or digital media companies navigating first-party data and monetization strategy

Responsibilities

Build and maintain relationships with senior stakeholders (VP and above) at each strategic account, not just the technical or day-to-day contacts, and use those relationships to protect renewals and surface expansion opportunities earlier
Map each account's corporate structure, including parent companies, sister brands, and subsidiaries, and build a concrete plan for extending Snowplow's footprint across that family of brands rather than treating each contract as a standalone deal
Quantify business value and ROI in terms senior stakeholders care about, and coach your technical champions on how to make that case internally when you're not in the room
Grow the existing strategic customer base through cross-sell and upsell: new brands within the same corporate family, new products and solutions, new pricing structures, new teams served
Manage renewals and upsell cycles end to end, including risk mitigation, timely signature, and negotiation with procurement and finance
Drive multi-year contract strategies across your customer base
Develop and run a partner strategy for your portfolio, including cloud data warehouses, technology partners, and systems integrators
Apply account management fundamentals consistently: account and territory planning, contract and procurement negotiation, discovery, and champion-building
Work closely with Marketing, Customer Success, Technical Account Management, and Product so your account plans reflect what's happening across the whole customer relationship, not just your slice of it
Use Challenger sales methodology and MEDDPICC to plan and run retention and growth motions